Prospection et négociation

Question 1

What’s the negotiation process?

Answer 1

-Meeting
-Identify the needs
-Explain your arguments
-Answer objections

Question 2

Tell some percentages about the way of convincing people:

Answer 2

-7% need to be convinced verbally
-38% need vocal intonations
-55% need a body language

Question 3

What are the right postures while negotiating?

Answer 3

-Don’t close the arms and legs
-Keep the eyes contact
-Don’t stand too close
-Don’t be afraid to take up space
-Don’t touche your face

Question 4

How to achieve a negotiation?

Answer 4

-Perfectly know the product
-Translate all the benefits to the customer
-Prove the statements

Question 5

What’s the CAP method?

Answer 5

Characteristics, Advantage, Profit

Question 6

Develop the characteristic part of CAP

Answer 6

Indisputable, what the product contains

Question 7

Develop the advantage part of CAP

Answer 7

All the benefits the customer will get through the product

Question 8

Develop the profit part of CAP

Answer 8

It’s related to customer’s needs